Automotive customer: Lear Corporation Germany

A client of mine, a small to medium-sized enterprise operating in the plastic moulding sector, has been contacted by Lear Corporation, an important German multinational in the automotive industry which supplies seats for major European car manufacturers, including Audi and Porsche.

My client is not equipped to serve the demanding automotive industry and lacks the minimum certifications required for players in this sector, but they cannot let this opportunity slip away and are asking for my help.

From Contact to Contract: The 3 Strategic Moves to Win Over a Multinational Client.

To meet the needs of Lear Corporation Germany, I suggested a strategy that would lead to the development of a competitive and credible offer.

To gain Lear Corporation’s trust, we focused on three key elements:

  1. Analysis and mapping of internal organizational needs: a detailed mapping of the offer requirements were carried out, not only from a commercial perspective but also considering the operational implications necessary to meet the commitments that the contract would entail. This included process and quality management with qualified personnel from the automotive sector.
  2. Cost analysis and commercial flexibility: I advised my client to invest time in a thorough study of supply chain management costs, including logistics, external warehouses, the just-in-time system, and consignment stock. This enabled us to develop an offer that was not only competitive compared to competitors but also flexible, adaptable to changes in customer needs, thus ensuring maximum long-term value.
  3. Reliability and innovation: We proposed innovative solutions, such as the implementation of real-time stock monitoring technologies and the use of integrated systems for managing external warehouses. This not only increased efficiency but also made the offer highly credible, emphasizing our ability to ensure strict control and full compliance with Lear Corporation’s quality expectations.

Result

We were able to demonstrate to Lear Corporation our awareness of the project’s implications in case of assignment. We presented a detailed plan which considered timelines, costs, and risk minimization, thus showcasing our ability to manage the project’s complexities efficiently.

Thanks to the developed proposal, the implemented strategy allowed my client to maintain a competitive position against competitors, not only economically but also in terms of service, achieving the ultimate goal: acquiring the client and securing a 7-year supply contract worth 1 million euros per year.

In summary

This experience demonstrates how a thorough strategic analysis and effective implementation can lead to tangible results and increase business volume

Are you struggling with a multinational who views you as ‘small’? Do you want to scale your business and become a qualified supplier for a global company?

How I can support you

I can offer you strategic and tactical support to:

  • Facilitate understanding of the dynamics between multinationals and suppliers within the automotive supply chain
  • Help you build offers which address the specific needs of the client
  • Strengthen strategic relationships with your customer
  • Support your sales team in enhancing and refining their skills to assist the Sales

Management or General Management during crucial phases of negotiations and in ensuring service reliability afterward

Fill in the form below, and let’s meet to discuss your needs. I’ll be interested to hear about your project and show how I can help you move forward with it.

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